Salesforce

NOVEMBER 20, 2023

How to start a sales call How to close a sales call 13 tips for making a successful sales call Sell faster by connecting with buyers wherever they are Learn how Sales Engagement helps you meet buyers on their preferred channels, whether by phone, email, and web. Speed up your sales Wait, what is a sales call? Confirm next steps.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. Increase average contract length. Selling function (hunting or farming). For example, you might pay $30,000 base and $15,000 for selling X amount per year. This target can be based on revenue (X dollars) or volume (X units).

Commission 92

Commission Quota X-functional Non-Profits 92

Sales Hacker

JULY 18, 2019

Heart start to race a few beats? Having well-defined and accurate sales stages for your business is critical, particularly if you plan to leverage the weighted pipeline functionality. 75% Contract Negotiation. Upside – the AE is feeling good about the deal; however, they haven’t ironed out pricing, contract terms, etc.

X-functional 68

X-functional Pipeline Contract Quota 68

SaaStr

MARCH 26, 2024

In it, we cover the SaaS community’s most pressing questions about Artificial Intelligence (AI), pricing, efficiency, and funding. Before diving into your questions, you’ll want to head over to the link below and sign up for an exciting event coming up this week. It’s tough for folks to staff these functions.

Price 97

Price X-functional Growth B2B 97

SaaStr

JULY 24, 2019

Hopefully, you could leave this session enabled with a handful of action items or ideas that you can take back to your organizations in order to start to move the needle on net retention. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts. First up, hiring well.

X-functional 57

X-functional Engineering Clients Start-ups 57

SaaStr

APRIL 30, 2022

In the run up to SaaStr Europa 2022 in Barcelona on June 7-8 , we’re taking a look at some of the top all-time SaaStr Europa sessions. Basically you can more easily start using products. That equation basically makes up your profitability. Start with increasing the number of customers, getting more customers.

Price 93

Price Launch X-functional Contract 93

PandaDoc

APRIL 24, 2020

You might even consult the DocuSign pricing page to learn more about the product as you try to understand which plan is right for you. But just looking at one set of pricing plans doesn’t help you understand the best solutions out there. Here’s how the best e-signature solutions compare with DocuSign in 2020.

Price 59

Price X-functional CRM Follow-up 59

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. Listen to the start of the episode for a promo code to our upcoming events! And then we decided to start a company. Loving our podcast content?

GTM 53

GTM Price Up-sell Product 53

Hubspot

AUGUST 4, 2015

But not all couples are functioning like a belt and suspenders. If not, start now, even if it’s just a blog post every other month. Then it’s up to you just to become a football player.”. Do you follow up quickly with leads? George teed up shot after shot for Jerry to whack. Mac and cheese. Taco Tuesdays.

X-functional 72

X-functional Teamwork Sales Follow-up 72

SaaStr

AUGUST 9, 2019

What about the changing tech stacks and infrastructures makes them vulnerable to up and comers? It’s actually an interesting journey and unique in that unlike most folks these days, a lot of them can stem their history with SaaS starting at SalesForce, as an example. I actually started it at Oracle and it was by accident.

Finance 55

Finance X-functional CRM Engineering 55

SaaStr

JUNE 14, 2019

How do they set up the process from there? * How much of a role does price play in selecting the ultimate acquirer? Harry Stebbings: Well I would love to start though, with a little bit about you. How do you think about out-pricing yourself for next round and making that next round even more challenging?

Strategize 59

Strategize Quota Non-Profits Price 59

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Licensing OEM software. OEM deal structure.

GTM 74

GTM Negotiate Profit margin Contract 74

SaaStr

APRIL 23, 2019

Henrique started his first company at 16 and has now built two successful companies from nothing. How they came up with the idea of Brex, and product market fit. And we started out, we were both coders, and I started coding by the time I was around 12, Pedro when he was nine. So, please feel free to ask questions.

Launch 64

Launch Pitch Niche Negotiate 64

PandaDoc

FEBRUARY 27, 2023

If they agree, the deal is finalized by the signing of a contract. That process of negotiating with a prospect is one PandaDoc can help you streamline and speed up. Pre-built, customizable templates and real-time reporting and notifications on proposal activity free up your sales team to hone their craft.

Closing 52

Closing Contract Technique Objectives and Key Results 52

SaaStr

MAY 14, 2023

As we gear up for SaaStr Europa 2023 in London on 6-7 June and SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. OK, so straight up. Next up, we’ve got Nicolas Dessaigne.

Price 95

Price Start-ups Up-sell X-functional 95

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? I started a little legal software company with my Dad in South America.

Contract 47

Contract Price Commission Conversion 47

SaaStr

NOVEMBER 21, 2020

How does Rob think through pricing today in a way that encourages land and expand? How does Rob think about usage vs seat-based pricing in SaaS? How should sales and marketing work together on pricing? I do want to start it a little bit on you. But I had wanted to start a company for a long time before that.

E-commerce 105

E-commerce Manufacturing X-functional Retail 105

Sales Hacker

MAY 9, 2019

Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. These can become complicated, but start creating only three levels. Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. Decide Base Pay vs. Variable Pay (Commissions). Set Targets.

SQL 103

SQL Commission Customers Non-Profits 103

SaaStr

JUNE 13, 2019

I write a blog at tomtunguz.com that focuses a lot of early stage start-ups and uses a lot of data in order to illuminate different topics. Contract length. How long should a contract be in order to maximize conversion rate? A multi-year contract, a month-to-month contract, an annual contract.

Contract 85

Contract Price X-functional Conversion 85

SaaStr

AUGUST 15, 2020

I actually just got off the boat, Nick, and scurried up to make sure that I was ready to go for the presentation. Nick Mehta: I got to say pretty good internet up there on the Italian Alps, so I’m impressed. So, you teed it up really well. One, it starts high up in the sales process, right? Jay Snyder: Yeah.

Retail 80

Retail Start-ups Drivers/motivators Up-sell 80

Sales Hacker

JULY 2, 2019

Average sales price by source. The Calculations: Average sales price per lead. To get your average sales price by source you simply have to look at the data set for your entire customer database and bucket them by lead source. Average Lead Value = Average Sales Price * Conversion Rate from lead to customer.

Price 78

Price X-functional CRM Sales 78

Heinz Marketing

DECEMBER 18, 2020

Listen up – the number of minutes you choose is important. If your campaigns are time specific—routing high-value leads to sales for immediate follow-up, for example—be cognizant of these prioritization rules. #2 As Marketo users are well aware, Marketo’s pricing tiers are based on database size. But what does that really mean?

CRM 135

CRM Campaign X-functional Clients 135

PandaDoc

MARCH 7, 2023

Salespeople quickly adapt to consumer needs and switch up tactics whenever necessary. Sales workflows provide flexible and adaptable roadmaps that can be continually improved to keep up with evolving consumer needs and preferences. The process you outline for prospecting sets up how the rest of your sales workflow will operate.

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

MARCH 12, 2019

What are you doing up so early? What’s the failure rate for a Series A start up? What’s the failure rate of a Series C start up? We are screwing up the scale. Okay so start off quizzing the chart, take a sip of your coffee, 9:00am. It was all about getting the contract.

Growth 83

Growth Cross-sell Contract X-functional 83

PandaDoc

APRIL 12, 2022

Follow up with respondents. Example: 40 positive responses / 60 total responses X 100 = 67%). It’s possible for customers to love a product but dislike the price or to enjoy a product but dislike a brand. For example, if you had 250 customers at the start of the month and you lost 20 by the end of the month: 20/250 =.08

Customers 52

Customers X-functional Promote Price 52

Hubspot

FEBRUARY 11, 2019

Here's the good news: Starting a company can be one of the most rewarding, exhilarating, and interesting opportunities you'll ever get. How to Start a Business With No Money. Get funding to start a business. For instance, Travis Kalanick and Garret Camp started Uber after they had trouble getting a cab. Find a co-founder.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

ConversionXL

AUGUST 27, 2019

Get started with this tracking plan example. Be careful about contracts you sign and team training you invest in. They can now deliver a lot of the same functionality, and your main decision-making factor could be the pricing model. It’s used so widely that it’s easy to look up solutions and recipes. Stay focused.

GTM 124

GTM X-functional CRM Technology 124

SaaStr

JANUARY 3, 2020

Listen to the start of the episode for a promo code to our upcoming events! Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? So a huge thank you for putting up with these dulcet British tones once again.

Contract 10

Contract Price Commission Conversion 10

SaaStr

MAY 10, 2019

So I started my career on the business side of consulting in the sales force space. I started noticing all these organizations that I had worked in they couldn’t you had to build product. So I started to Go Nimbly, which is the world’s first revenue operation consultancy focused primarily on SaaS companies.

X-functional 55

X-functional SQL Pipeline GTM 55

Heinz Marketing

AUGUST 17, 2018

Listen up – the number of minutes you choose is important. If your campaigns are time specific— routing high-value leads to sales for immediate follow-up, for example—be cognizant of these prioritization rules. As Marketo users are well aware, Marketo’s pricing tiers are based on database size. But what does that really mean?

CRM 59

CRM Campaign X-functional Clients 59

SaaStr

FEBRUARY 21, 2020

As for David, he started his first company in 1977 aged just 22. Listen to the start of the episode for a promo code to our upcoming events! As for David, he started his first company in 1977, aged just 22. Since then David has founded a total of four separate companies and performed one turn-around. Loving our podcast content?

Non-Profits 79

Non-Profits Up-sell Start-ups Product 79

SaaStr

AUGUST 26, 2022

Open it up if I can help in any way, or I can make it up, but anyone got a question they’ve got to start? Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. Attendee 1: Is there anything you don’t know?

Quota 81

Quota Growth Product Closing 81

PandaDoc

MAY 8, 2023

Enterprise pricing available. Note: If you’re using Zendesk Sell, be sure to check out the PandaDoc x Zendesk Sell integration for even faster document creation. Pricing varies. All key plan pricing requires a demo. It also frees up support team members to lower response times for more complicated issues.

Service 52

Service Product Customers E-commerce 52

SaaStr

OCTOBER 30, 2020

When should one start to use interactive content? I’m excited for this, but I’d love to start with a little bit of context. As you probably remember in the early 2010s, their mobile app store launched and kind of started to scale out. Harry Stebbings: Totally get you in terms of kind of resourcing up.

A/B testing 81

A/B testing X-functional Launch Start-ups 81

SaaStr

JULY 2, 2020

In Today’s Episode We Discuss: * How Kurt made his way into the world of enterprise SaaS with Dataiku having started his career at Deloitte in Paris? How does Kurt think about the right pricing mechanism for the customer today? But let’s start with, how did you make your way into the world of SaaS and come to be at Dataiku today?

Customers 115

Customers Contract Price Education 115

SaaStr

AUGUST 19, 2020

Portag3 Ventures Partner Chris O’Neill discusses leadership and teamwork lessons he’s picked up in his career through a hobby and a metaphor of sailing. I grew up in a really small town in Canada on the shores of Lake Huron and in that community, sailing was a really big part of the community and the way of life.

E-commerce 103

E-commerce Price Start-ups Growth 103